The GTM Playbook that works in 2026: Amelia Scott on scaling Culture Amp from $15M to $170M without sales commission

What does it actually take to build a world-class sales culture?  Amelia Scott knows better than most. She spent nearly seven years at Culture Amp, joining as a senior AE when the business was at $15M ARR and leaving as VP of Global Sales at $170M.  During her tenure, she took the EMEA business from $1.5M to $40M, and learned some hard, invaluable lessons along the way about talent, culture, regional expansion and what revenue leadership actually requires. Now working as a fractional CRO, Amelia is right at the sharp end of how AI is reshaping the GTM function.  In today’s Making The Grade episode, she shares what she's learned across both sides of that journey, how to build sales teams without a commission structure and where AI is genuinely delivering ROI right now.   📚 Episode Chapters 02:10 - Culture Amp’s scaling journey  08:50 - Scaling without sales commission   11:30 - How to expand into multiple regions  21:00 - The evolving role of the CRO   28:45 - Where AI is adding value & where the gaps are Enjoyed today's episode of Making The Grade? If you took something valuable from the episode, we'd love for you to... ✔️ Leave us a rating and review on your favourite podcast platform. ✔️ Share your ideas or guest suggestions with us at [email protected]✔️ Stay in the loop with the latest from Making The Grade and ScaleWise by following us on LinkedIn or YouTube. See you again next week!